Informatics Sales Director

Overview

As Waters accelerates its cloud transformation and strengthens its industry leading Informatics portfolio, a dedicated leader is needed to drive execution, revenue growth, and customer engagement in the EMEA region. This leader will be responsible for scaling Waters' informatics organization in EMEA and ultimately addressing customer needs and driving the adoption of our cloud-based solutions

As the Informatics Sales Director for EMEA, you will be responsible for driving the growth, transformation, and long-term strategy of Waters' Enterprise Informatics business across Europe, the Middle East, and Africa. You will lead the business transformation from traditional perpetual licensing to subscription-based licensing and cloud-based solutions.

This leadership role manages a team of highly skilled Informatics Specialists, setting direction and providing coaching to achieve and exceed commercial targets through a customer-centric and digitally-enabled sales approach.

Responsibilities

• Serve as an active and influential member of the EMEA Leadership Team, contributing to cross-functional business decisions and regional strategy.
• Translate the global Informatics vision into a regionally aligned and actionable roadmap, including:
  • Multi-year growth plans
  • Annual operating plans (AOP)
  • New recurring revenue models, including subscription licensing and cloud-based deployments.
• Drive the evolution of the sales model by championing subscription and SaaS offerings across customer segments, working closely with Finance and Legal to ensure scalability and compliance.
• Build and execute new go-to-market strategies that emphasize digital transformation, platform adoption, and customer lifecycle value.
• Partner with the Informatics Professional Services (IPS) function to deliver consultative, outcome-based services that help laboratories optimize data infrastructures.
• Partner closely with regional General Managers and Sales/Service Directors to ensure a harmonized, high-impact commercial approach.
• Oversee successful launches of new products by aligning sales enablement, customer readiness, and internal training strategies.
• Collaborate with Product Development to relay customer feedback, influence the roadmap, and position the EMEA region as a strategic input center.
• Co-own large-scale enterprise opportunities alongside the Global Key Accounts team, ensuring consistency and depth in solution offerings.
• Influence Global Marketing to ensure demand generation, messaging, and campaigns are tailored to the EMEA customer landscape and support the subscription model transition.

• Bachelor's degree in Computer Science, Software Engineering, or related field; Advanced degree (MBA, MS) preferred.
• Proven commercial leadership experience in Informatics, preferably within life sciences or analytical lab environments.
• Demonstrated success in leading the shift from traditional licensing to SaaS / subscription-based business models.
• Extensive experience with cloud platforms, informatics infrastructure, and enterprise-level software sales.
• Strong financial acumen and experience in building business cases for strategic investment and transformation.
• Strategic Visionary & Execution Leader: Able to conceptualize and drive long-term change, including business model transformation.
• Customer Advocate: Deep customer empathy and the ability to articulate business value to diverse stakeholders.
• Collaborative Influencer: Skilled at matrix leadership and cross-functional alignment across global and regional teams.
• Change Agent: Able to lead teams and customers through transformation, particularly in digital, SaaS, and subscription areas.
• Strong communication, presentation, and negotiation skills in complex, consultative sales environments.

• Mastery of Empower Enterprise, NuGenesis, and Waters_Connect platforms (Infrastructure and Applications).
• Deep understanding of the analytical laboratory workflow and data compliance frameworks.
• Familiarity with cloud security, data hosting, and regulatory environments related to SaaS delivery.

• Fluent English (written and verbal) required.
• Additional European language(s) a strong advantage.

• Up to 40% travel across the EMEA region, including international engagements